National Sales Manager

National Sales Manager

Church & Dwight is seeking a National Sales Manager to join our team. The National Sales Manager is directly accountable for managing key strategic customer relationships and overseeing the activities of the Area Sales Managers. This leadership role will report to the Business Director for Performance Products Group and will be responsible for leading sales for both Performance Products Business and Armand Joint Venture domestically.

The role involves ensuring the execution of territory call plans, developing financial plans, managing customer relationships, and supporting the negotiation of customer agreements. Additionally, the National Sales Manager will focus on market expansion via innovation and new product sales growth and creating new sales channels. The leader will maintain a strong collaborative relationship with cross functional teams, marketing, product management, customer service and corporate credit department.

The role also includes managing "house accounts" to ensure consistent service and maximized sales potential, including the negotiation of contracts for house accounts.

Remote:
This role is performed on a remote basis. Occasional attendance at in-person meetings required as business needs dictate.

Role Accountabilities and Responsibilities:

• Deliver the annual sales plan with quarterly growth objectives for both sales and GM%
• Ensure execution of individual territory call plans.
• Manage the development of negotiation plans and key account plans/objectives.
• Develop individual territory financial plans aligned with business plans.
• Manage the target account process.
• Leverage customer profitability metrics to ensure margin objectives are met.
• Lead and coach a high performing sales team to operate effectively in a dynamic marketplace

Establish and Maintain Senior-Level Customer Relationships at Key Accounts:

• Support negotiation of customer agreements.
• Follow up on key customer relationships to ensure appropriate levels of service and customer satisfaction.

Sales Performance Management:

• Manage the Sales KPI process to ensure individual territory sales targets are tracked and measured against the plan and forecast.
• Identify and communicate business improvement and growth opportunities.
• Identify and participate in closing any "gaps" within the sales forecast

Budget Management:

• Manage sales SG&A cost center within budget.

New Product Sales Growth and Channel Development:

• Drive new product sales growth by identifying and developing new sales channels.
• Support new product placement with existing customers and partners.

Customer Credit Management:

• Maintain a relationship with the corporate credit department to resolve customer credit-related issues.

Manage House Accounts:

• Oversee house accounts to ensure consistent service levels and maximize sales potential.
• Negotiate contracts for house accounts to secure favorable terms and conditions.

Travel:

• Travel up to 50%.

Skills and

Competencies:

• Strong written and verbal skills and the ability to make professional presentations and proposals to both internal management and customers.
• Excellent problem analysis and resolution skills at the strategic and functional levels, as well as financial and analytical proficiency.
• Strong negotiation skills.
• Must be well-organized and detail-oriented.
• Strong computer skills including MS Office, CRM
• Must have the ability to study, identify, understand, prioritize, plan, and clearly articulate market and customer requirements – even when only partial data exists.

Education and Experience:

• Bachelor's degree from an accredited institution required; degree in Business, Science or a related field preferred.
• 10+ years of progressive sales experience within the specialty chemical, chemical manufacturing, or related industry.
• Prior experience leading and developing high-performing sales teams.
• Demonstrated ability to build and maintain strategic customer relationships, effectively manage multiple priorities, and work independently with minimal supervision.
• Proven track record of achieving top and bottom-line growth results.